"But many enterprise b2b companies have a more complicated product than Keygen and charge orders of magnitude more than they do."
And how a call will make it simpler? Or why a telephone call becomes part of the service provided for the additional (higher) price (instead of other alternatives)?
The more that people spend the more they want to talk to an actual human to make sure their product and psychological needs are taken care of, in terms of being comfortable with the sale mentally too.
Depends at what level the company is at, especially if they're non-technical. I've found that non-tech VPs and executives definitely want a call, they'd never approve an email-only deal.
And how a call will make it simpler? Or why a telephone call becomes part of the service provided for the additional (higher) price (instead of other alternatives)?